By continuing to use our site you consent to the use of cookies as described in
our privacy policy
unless you have disabled them.You can change your cookie
settings at any time but parts of our site will not function correctly without them.

This case is accompanied by a Video Short that can be shown in class or included in a digital coursepack. Instructors should consider the timing of making the video available to students, as it may reveal key case details. This case is accompanied by a Video Short for Premium Educators to show in class. To watch the video or display to students, click on the video icon. Harry Rawlinson is Managing Director of Aqualisa, a major UK manufacturer of showers. He has just launched the most significant shower innovation in recent history: the Quartz shower. The shower provides significant improvements in terms of quality, cost, and ease of installation. In product testing, the Quartz shower received rave reviews from both consumers and plumbers alike. However, early sales of the Quartz have been disappointing. Rawlinson is now faced with some key decisions about whether to change his channel strategy, promotional strategy, and the overall positioning of the product in the context of his existing product line.

The Case Centre is a not-for-profit company limited by guarantee,
registered in England No 1129396 and entered in the Register of Charities No 267516.
VAT No GB 870 9608 93. It is also the trading name of The Case Centre USA,
a non-profit making company. Tax ID No 04-31-43431.